Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! With so much pressure (and emphasis) on achieving targets, it’s far too easy to get distracted by the headline number. As a result, you risk overlooking other performance indicators that increase your team’s performance and help ... Read Post

If you’re in a recurring-revenue business, you already know your customers can be fickle. They’ll subscribe, then not renew. Or they’ll just never use the service and walk away. Or they’ll take your free trial or sign up for your free service tier and use just a little, but never enough to pay. Subscription businesses ... Read Post

And What You Can Do About It In The Next 5 Minutes Editor’s Note: We are pleased today, as we announce an ongoing commitment to bringing worktools into our platform, to publish the first of many articles by our new integration partner, PandaDoc.  Our Apps Marketplace continues to grow, and we are happy to share the ... Read Post

Reaching the right decision maker within an organization can be one of the most difficult parts about sales. So often when trying to connect with these individuals we, as sales professionals, are stonewalled by gatekeepers, or simply unable to reach them via phone or email. Well, my friends, it is time to rejoice because social ... Read Post

Social Buying Signals: How to Identify Your Ideal Customers Online (#SSHour Highlights) Mondays at 1pm PT , you’ll want to drop by a Twitter chat (#SSHour) focused on the topic of #SocialSelling. Are you thinking…What’s a Twitter chat? A Twitter chat is a recurring,  public Twitter conversation at a scheduled time. The participants tweet with ... Read Post

Editor’s Note: This is Part 2 of Bruce Boyers’ interview with sales consultant and sales recruiting expert Jim Keenan. From our Titans of Sales Interview Series. Part 2: Social Selling and Persuasive Techniques Can you do all the discovery that you need to do in a cold call? Very good question—you can’t. The cold call ... Read Post

I would consider myself to be a traditional salesperson. I started my B2B sales career in 1977 and that was selling $500 calculators door-to-door in the Los Angeles area. I was fortunate enough to have signed on with a national company who had a very strong reputation for sales and product training. I learned every ... Read Post

We gathered some important new information from recent studies and reports about CRM present and future, CRM ROI, and the resurgence of emotional marketing, We’ve summarized it here, so you can easily see “just the facts” as in the old series, Dragnet. We think good ol’ Sergeant Friday would be proud of us! Gartner Reports ... Read Post